search query: @journal_id 1473 / total: 18
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| Author: | Faure, G. Derong, C. |
| Title: | Chinese negotiators: profiles and behavior |
| Journal: | Journal of Euro-Asian Management
1997 : DEC, VOL. 3:2, p. 31-52 |
| Index terms: | MANAGEMENT CHINA NEGOTIATION |
| Language: | eng |
| Abstract: | Current literature on cross-cultural negotiation addressing Chinese issues focuses on the Chinese negotiator as a generic concept. In fact, due to China's size and diversity, there exists very distinct subgroups of Chinese people. To be effective, the foreign negotiator venturing in China has to deal with special profiles of their Chinese counterparts. This paper aims to provide a descriptive-analytical framework to reflect the actual segments of the Chinese business community. |
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